For the Alliances Director Alliances have always played a significant role in the IT industry, yet companies still struggle to manage the relationships for mutual benefit on a day-to-day basis - be it developing joint propositions, joint go to market models or joint business development programmes.
Our approach to alliances abandons the traditional vendor driven model that places the product or service at the heart of any partner program. Labelling partner relationships along internal criteria which describe the value to the buyer as Platinum, Gold or Silver does little to externally position these relationships in a buyer-driven value model. So we encourage partners to plan and organise strategy and initiatives around the needs of their buyers or what we refer to as their “market collective.”
We work with Alliance Directors who are looking to go beyond traditional partner models in order to build sustainable, long-term joint markets that are capable of yielding aggressive growth for both organisations.
